How P360 Solves Media Problems •Sales wants to customize the product and deviate from what the operations team can support •When Sales wants to deviate, Yield Management has to manually price and forecast the new idea quickly•Sales and Operations work from two systems and the data is hard to keep in sync for collaboration•Ad Operations has to find information in the Ad Server and the 3rd Party measurement systems and it is very manual to gather campaign statistics•The Ad Operations team has to collaborate with Sales but the communication is all through email and hard to track and reconcile for execution•Sales does not know what works to sell and how their sale performs for that client over time Let me tell you a story
What is Proposal360•A highly configurable quote to cash system integrated within Salesforce •Order Management through Salesforce•An easy integration API makes Proposal360 simple to connect with any new Ad Technology•Easy Self-Service Reporting•Native Salesforce rules, triggers and workflows are leveraged•Leverage your Salesforce license to the fullest Fully Integrated PlanningPricing Pipeline at the Line LevelRevenue Guidance EarlyReporting on Sales ActivityGovernance for your Sales ProcessGuardrails for Sales
Quick MenuShortcut links to Opportunity, Contacts, Team Info, Approvals, Checklist, Commissions for full process completion with ease Customizable WorkflowWorkflow Priority, Order Template Creation, Pricing Expiration Ease of UseCustom Export Templates,“Buy Again” Cloning Full FunctionalityCustomize Line Items with Add-on Attributes, Request Exceptions, Break Lines into Monthly Flights and Recheck Inventory AuditingHistory TrackingAnd Additional Line Information Automated PricingGet more competitive with instantly dynamic suggested rate and floor pricing range. Based on High Demand Inventory, Negotiated Rates with Clients, or Product Add-ons Risk IndicatorQuick Easy VisualBased on Inventory Availability and 3 Factors to Assess Delivery Fulfillment Enforced Naming ConventionsEasily Audit, review and report based on automatic line name conventions configured by the Ad Operations Management Team Trafficking IntegrationPush to DFP or Operative Admin ExtrasOrder Template Creation, Pricing Expiration Lightning CompatibleShortcut links from Opportunity to see how many proposals and which one is marked as the primary proposal. Then the ability for sales to see full transparency as the proposal turns into an order and flows through the delivery process. Create Your Own Approval ProcessThe ‘A’ icon allows the admin team to designate custom approvals and the teams that should be assigned to address the audits
Order Details PanelOrder at a glanceProgrammatic Guaranteed, MediaOcean Integration, Billing collaboration Checklist PanelRemind Sales what to ask the client customizable module to enforce and guide sales operations through best practices for your organization to succeed.
Change ManagementOptimization workflow controlled through the system between Sales and Ad Operations GAM/DFP IntegrationTransparent view for Sales and Ad Operations of the campaign delivery and performance Customization Based on the Salesforce Record Type, the app can display or hide unneeded functionality. Personalized Views Users can create their own column view and save for their ease of use. This feature allows grouping of the order into logical sections and an export feature for quick reporting. Creative Management , History, and a Direct Link to Ad ServerFeatures above and beyond other Media Order Management Systems Test Advertiser Test Advertiser Test Advertiser Reconciliation AutomationAutomatically reconcile differences between the production system (GAM) and Proposal360 at the field by field level. Different Views Contain Different Information Account Management can see their info and trafficking can see their info without a conflict.
Proposal Builder Performance Measurement Quickly see all relevant performance metrics for the advertising campaign in a single screen with NO manual effort by your campaign teams. Creative Management , History, and a Direct Link to Ad ServerFeatures above and beyond other Media Order Management Systems Test Advertiser Test Advertiser Test Advertiser Automated Screenshot of AdvertisementWith NO manual effort by your campaign teams, the SCREENSHOT of the AD RUNNING in both Web and Mobile Apps will be automatically delivered to the performance metrics tab. Chatter, IBM Watson Assistant, and Quick Plan Filtering Fully integrated and configurable, users can enjoy easy access to help from peers and the Watson AI with ease of use tools to reduce the workspace to just the immediate working lines.
Billing and AccountingSales and operations work easily flows into the billing, invoicing and financial team’s areas. The tool automates the work so that the billing and accounting teams can quickly audit and create the invoices The Billing Dashboard This allows a quick export of all the invoices for various billing periods. There are quick actions to lock the orders for billing review. Shortcut Dashboard Clicking on the link to the order takes the user directly to the billing view for review Billing ViewEasily see the invoice totals for each billing period or expand to see the details. Proposal360 automatically tries to calculate the invoice amounts based on the cost methodology .. but the billing analyst can always change the final amounts.
Proposal Builder Billing and AccountingQuickly see all related financial records associated for the order. This also gives the Financial teams the information that they need to process the order to receive the money and reconcile their ledgers. Work Flow LockAllows graceful collaboration. Multiple teams can work on the same plan at the same time without over-writing each other’s work. Sponsorship CalendarGives the sales team a visual list of the exclusive sponsorship opportunities and if the dates are available to sell Company A Company B
Proposal Builder Custom Zip Code BundlingQuickly create a custom targeting list based on zip codes. Supports up to 40,000 zip codes and helps overcome DFP key-pair limits.
Custom Dynamic Approval ProcessQuickly create a custom dynamic approval process based on Salesforce “Process Builder” technology. Custom criteria
13 Portable and CustomizableEasy Migration Paths Let us do the heavy lifting with migrating your old order management data into our new searchable and reportable Salesforce historyData driven configurations Many of the features are driven through custom data objects and do not require any code changeMake Proposal360 Yours We use the out of the box data structures already in SalesForce for integration but then allow you to add on endless personalization that is RIGHT FOR YOUR OWN BUSINESS Let us Make Migration Easy
Watson Advertising Media Operations SuiteAdditional Tools &Let us know if you have any questions.Proposal360@us.ibm.com
Getting the BEST information at the RIGHT time to fit your EXACT needs should only take 1 minute in this digital ageAnd be reportable
Self-Service Partner PortalExtending sales reach outside of the organization, Proposal Builder has Proposal Builder Partner Portal to allow order management from external salespeople Excel - RFP Upload ToolFor large volume orders, we have created a “Bulk Upload” process to allow self-service order creation using a friendly Excel TemplateThis is a REAL TIMESAVER when the planning process comes to the person creating the order in the form of an excel spreadsheet. This can reduce double-entry for the campaign team. Suggested SellingBased on a short questionnaire, the partner salesperson is given a fully formed proposal catered to their budget, targeting and with a mix of products that will perform well for the client’s industry. +
QuotaBuilder
QuotaBuilder •Excel-like Native Salesforce Account Planning Tool•Allows the flexibility of spreadsheet planning with the structure of the Salesforce database to mass manage & govern quota data•User experience built for non-highly technical Sales Leader in mind with custom views, visual change tracking, bulk changes & target setting•Highly customizable to have multiple versions with different teams & access •Simple pivot like reporting to do year over year analysis•Account & Opportunity Integration to auto-update account teams & opportunities in sync with account list changes
Sales Goals Grid
Sales Goals Grid •Highly customizable to use any SF field to set targets with a toolbar of views, filters and changes to help users navigate
Pivot View
Pivot View •Highly customizable for as many cuts of the same revenue & quota data as you need
Change Log & Approvals
Change Log & Approvals •Managing changes thru approvals and logs to prevent & undo user data errors
Highly Customizable Settings
Highly Customizable Settings •Allows you to customize views, SF fields, time periods, pivots, import external data, create targets and control access & permissions.
Downstream Sales Ops Automation
Downstream Sales Ops Automation •Managing quotas updates Account Teams and working opportunities as List’s change QuotaBuilder Accounts Opportunities
24 First ..Thank you .. You just took the first step toward a better lifeTwo week check-inProposal360@us.ibm.com Next Steps Setup Demo Environment (real data?) Make the commitment to a better future Schedule a migration project planning discussion
Proposal360 Additional Materials AppendixLet us know if you have any questions.Proposal360@us.ibm.com
•Native Salesforce Reporting - Better than ANY reporting package offered with media Order management systems on the market today. •Sales Revenue Pipeline - Proposal Builder directly within the SalesForce Opportunity give easy accountable access to the sales revenue pipeline for future timeframes•Types of Reporting Available:•Live Pipe•Booked and Proposed•Revenue Funnel•Audit•Price Report•Sponsorships•Added Value•Line Item Details•Product Specific Reports•Delivery at Risk•Video and Location Pipeline •Lost Proposals•Incoming Expirations•Account CPM Tracking•Size•Rate Card Impacts•Reweight Analysis Year Over Year Account Level•Reweight Analysis Year Over Year Industry / Vertical Level•Approval Process•Pacing Report•Advertiser Retention•Billing
Dynamic Robust Pricing and Risk Engine Easy Product Catalog Maintenance and Change Management Configurable Workflow, Rules Engine and Approval Dashboard powered by the Salesforce Process Builder Streamlined Campaign Optimization and Performance Analysis
28 Enhanced Pricing and Risk Engines In a tightening competitive marketplace, the protection of margin can make or break the revenue goals.THREE AREAS OF PRICING ENHANCEMENT:•Advertiser Specific Rate Cards•Customizable Pricing Rules using multiple factors •Dynamic margin protection based on Sell Through of Inventory Levels•Automated dynamic pricing range to guide Sales – rate card and floor•Work flow and threshold approvals – saves Yield Management timeDELIVERY RISK ASSESSMENT•Communicate potential risk of delivery issues to the Sales team as they are building a proposal.•The riskiness of a sales line can be identified through a risk configuration table. •Risk Factors are based on: •Share of Voice %•Sell Thru % •Month of the year•Using Day Parting•Frequency Capping•Excessive Targeting Restriction•Short Campaign Timeframe
29 Sales User Experience•Personalized Views•Tiered product categorization guides the user•Fast Product Selection•“Quick Flighting” allows the user to choose multiple product variations and creates one line for each•Risk Indicator (Red, Yellow, Green)•Self-Service and quick inventory availability•Quick Mass Editing•Quick Mass Approval•Drag and Drop into Order sections for easy organization•Advertiser Specific Defaults•Easy Copying for adding revenue•Whole order clone into NEW opportunity for a different advertiser for efficiency of reusing good work.•Price expiration and whole order re-pricing•Merging of two Proposals (does not have to be from the same client or opportunity)•Export proposal to Microsoft Excel or PDF•Advertiser specific customizable export templates Usability Summary Advertising Operations Benefits•Campaign status and delivery metrics available in a single screen•Enforced Dynamic Naming Conventions•Advertiser Placement Name for ease of invoice to IO matching•Chatter and Watson Advertising built in for quick team work and help•Adjusts the impressions based on client’s viewability % requirements•Sales accountable to the rules and approval process